Building new leads is the dream of every top-notch MSP marketing professional who intends to build trust in the initial conversation. Networking and exploring new leads quickly is what every marketing executive hopes to achieve. Ensure that you fully maximize your first meeting with a potential lead to make a positive first impression.
Here are tips on how to build trust on that first meeting:
Don’t Be Self Centered
Treating the meeting as if it is all about you would be a big mistake. Despite the fact that you are trying to sell yourself, make the conversation fascinating by talking about other issues that will interest the client. After the first few minutes of introduction, focus the attention from what you are to the benefits you can offer.
If you are in the wild and you meet a wild animal, you can stop it by making eye contact. This shows the animal that you are aware of its presence, and so it cannot take you by surprise. In the same way, making eye contact with a human being disarms him into believing that you are listening to them. In addition, you could ask questions to indicate that you have been paying attention and you find what they are saying interesting. Shift the conversation to make it about them and their offering.
To have something relevant to say, you should prepare yourself for the meeting. This doesn’t necessarily mean wearing your smartest clothes, although choosing a carefully thought out attire could send the right message. It means knowing what questions to ask and the most suitable answers to give. Do extensive research on the client. It would be embarrassing and a deal-breaker if you find yourself praising your client’s rival or irrelevant things, for example. Research should not take you hours to conduct satisfactorily. It’s a subtler way of expressing your interest in what the client he has to offer.
Many deals fall through because of trust issues. You should never give the impression that you are unreliable. Ensure that you drive home the point that you deliver what you say and when you should deliver. Your first meeting should boost your claim. Never arrive late, for instance. Confirm the meeting place and time days or hours in advance. If you promise to deliver something at the meeting or later, ensure that you do so. The client could simply be testing your ability to follow instructions.
Many people find humor an effective icebreaker. The fact that a deal could propel your MSP marketing business to greater heights does not mean that you have to be uptight. Relax and use your funny bone to make your client feel at ease with you. Be cautious about overdoing it, however. Some clients are simply not the laughing type. Therefore, consider doing research about their personality as well. Nothing makes a conversation awkward than a person who laughs at his own jokes while the audience is completely serious. The secret is not to force it. Let the humor flow naturally with conversation.
Contrary to what some may believe, admitting your mistake could seal a deal faster than appearing as if everything about you is perfect. It shows that you are aware of your shortcoming and you are willing to solve them. Share the challenges you face as a marketer. Your client will appreciate your candor and acknowledge your efforts when you do everything right despite those limitations.
Show Genuine Gratitude
Your client could be so busy to grant even ten minutes of his time. Ensure that you appreciate that opportunity and the time to have a meeting. Instead of just saying it verbally, you could send a note after the meeting. A typed note will be too formal too. Make it handwritten to give that personal touch. You are trying to build a long-lasting personal relationship, not a passing association.
That first meeting could be the most important when you are trying to carry out MSP marketing to a new client, so make sure that it counts.